Wholesale is one of the most popular ways of distributing products that guarantees their wide availability and reaching a large group of recipients. But what influences sales and how do business relationships translate into increased profits?
Good relationship with the wholesaler
There is no single proven way to maintain good relations with the owner or representative of the wholesaler. However, there are elements that are worth paying special attention to.
Conversation
The basis for establishing a fruitful cooperation that will be profitable for both parties is a conversation. You should present your expectations and your own point of view, but also listen to what a potential business partner has to say and find a satisfactory solution. Always conduct the conversation in such a way as to come to an agreement. Once the cooperation has been established, it is worth cultivating the relationship through constant contact and conversation on topics related to professional work, as well as those going beyond the business sphere. This will strengthen relationships and increase mutual trust.
Empathy
Understanding and empathizing with your business partner can make each collaboration meeting more effective.
Keeping your word
In order not to lose the trust of a current or potential partner, you should always keep your promises. Failure to do so may result in you becoming an unreliable, unreliable trader, and making it difficult for you to start new collaborations.
Response time
Always meet the agreed deadlines. If there is a chance, try to fulfill your obligations even earlier than expected. It will be a pleasant surprise and contribute to building a strong relationship.
Assertiveness
Having your own opinion on a given issue is very important. It is not worth agreeing to unfavorable solutions and acting against your beliefs. However, remember to express each opinion in such a way as not to offend the other person. Whenever you disagree with an action, try to find an alternative solution - thanks to this, you will not lose the chance for cooperation, which is especially important at its initial stage.
Admitting mistakes
Relationships built on trust and honesty are the strongest, so if you make a mistake, inform your partner about it, and maybe together you will quickly find a solution to the problem.
Time
Establishing new collaborations takes time. You should carefully consider all the pros and cons and discuss all the needs of both sides. Conversations should not be disturbed by external stimuli.
Relationships with shops and service points
Wholesale involves cooperation not only with a wholesaler, but also with companies that deliver products to the target customer. There can be a lot of stores in your database and it is impossible to visit each of them as often and devote the same amount of time and attention to them. However, you can earn their interest and trust if they keep a few things in mind. Following certain rules will increase your chances of increasing sales at a given point.
Shelf audit and data control
Shelf testing is one of the methods of controlling the distribution and sales level of products. It is also worth getting interested in the way the goods are arranged, the purpose of which is to attract the customer's attention and arouse his interest. Also remember to constantly collect and update databases with contact details.
Researching the needs
When contacting points of sale, get information about recent orders (including which products sell best and which are problematic in this respect). Also, ask about the store's promotional campaigns. Talk about your intentions and goals, and if an issue is against your preferences, try to find a solution.
Conversation with the manager
At the first meeting with the manager of a sales or service point, introduce yourself and the product offer. The conversation, however, does not have to focus only on the business sphere. It is even recommended to raise topics related to everyday life in order to slightly relax the atmosphere, establish good contact and shorten the distance.
Presentation of the offer
It is very likely that the store will want to re-order items that have sold out. By using cross-selling and up-selling techniques, you can try to get a larger order. Finally, summarize the transaction and make sure it is carried out.
PRO assertiveness
This feature is especially useful when introducing a new product that has not been appreciated by consumers. In such a situation, you should remain calm and accept any criticism. However, if you feel that the seller is wrong on some points, give him the appropriate arguments and try to change his mind. Building relationships in business requires a lot of patience and regularity. It is worth reminding the seller from time to time.
Other ways to maintain positive relationships with contractors
The basis for good cooperation is to set convenient payment and order fulfillment dates so that the manufacturer, seller or broker can run his business without fear of losing financial liquidity.
Maintaining a relationship should not be limited to exchanging e-mails or phone calls from time to time. Face-to-face meetings are needed, in the office or in a less formal place. Organize them regularly, even if it is not necessary at the moment.
Proven partners that you trust are worth recommending to other companies or private persons. There is a good chance that they will repay you with the same.
It may also be useful to build relationships through social media, which can be used to share industry news and thoughts on important topics with customers. A good solution is to invest in creating video materials that are distributed on various channels. Information that can arouse the interest of both regular and new customers are, for example, product reviews and market trends.
The right technology can also contribute to building positive relationships with contractors. So provide a good ordering system. Many customers prefer to decide for themselves when they want to buy a given product, using a self-service tool, rather than talking to a sales representative. Also make sure that the goods are provided with the necessary data about them.
Why is it worth taking care of customer relations?
By paying a lot of attention to building relationships with partners, you will gain regular customers who will work with you on a regular basis. People who systematically use your services will ensure financial liquidity, and thus greater stability of the company. You won't have to constantly worry about whether the next month will be as good as the previous one. In addition, a satisfied consumer can help you attract new customers through referrals and issuing good reviews. People are very eager to share their own experiences with their friends, largely via social media, which allows you to reach a wide range of potential customers. Everyone cares about high-quality service, so if a business is recommended by a friend, it will automatically gain more trust than its competitors.
Note that this also works the other way around. A dissatisfied consumer can do a lot of harm to a business. Sharing negative experiences is even more common than positive ones. Even a few disappointed contractors can spoil the reputation of a company that will be difficult to rebuild.